live leads from live events

8/13/2019 Live Leads From Live Events

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Andrew McCauley: In this episode we are looking at what to do with potentialclients that you meet in an event. So, we are talking about QR codes, SMSmarketing, quick and easy landing pages. Stay with us. Its going to be a goodone.

Voiceover: Have you picked up our online survival guide yet? Get prepped forthe future of online marketing by going to www.AYBGuide.com.

Andrew McCauley: ey, everybody! "his is #ndrew Mc$auley. %elcome to&pisode 'o. (). %e are all about live events this episode where we are talking

about what to do when you meet somebody at an event and how you can actually

get them into your *unnel or your database so that you can start interacting withthem once the event is over. %e see so many times that people are out there atthese events, they spend money to go to it whether its a networking, whether its

a seminar, whether its an e+po and what they do is all good when they are at theevent but they *orget the *ollowup. So, we are going to talk about how to use*ollowup procedures to make sure that you are using these times the best youcan. -* course, I couldnt do the podcast without eather orter. ey, eather!

Heather Porter: ey, #ndrew! #nd guess what you guys, #ndrew is in #ustralia.

Andrew McCauley: /eah, I am here down under. I am a little bit 0etlagged. 'o,

I dont get 0etlag. I dont have time *or 0etlag.

Heather Porter: e 0ust *lew in literally today and we want to give you a podcast

because we always do every 1riday. So, we are sitting here and its about )oclock in the evening on "hursday, we are pumping one out and we are very much

in a live event spirit because #ndrew is actually in #ustralia right now, well, notonly *or his high school reunion but thats another story but *or our *irst ever li*e

workshop called the 1ireside $hat. "he *irst one we are doing is in Melbourne,#ustralia. Its coming up ne+t week and thats why he is out here. So, we are well

and truly in a live event mode and we started talking and saying 2%ell, you knowwhat, there is an art or science really what you guys can do when you go to a liveevent to *ollow up with a potential lead *or your business3 and #ndrew is *resh outo* a 4as 5egas e+po as well where he used these tips with somebody and he isgoing to share some o* the results with you and we are going to walk you througha little bit o* a process you can do, quick and easy, something you can always

remember and use *rom now on wherever you go to a live event. So, are weready6

Andrew McCauley: -h, yes, we are ready.

Heather Porter: %e are ready.

Andrew McCauley: I think I will touch on what I learned in one o* our previousepisodes not a long ago about going to this event in 5egas. I got a couple o* more

e+pos I am about to go and check out as well but I have 0ust also been to amastermind in San 7iego last week and some principles apply. #ll these people, allthese entrepreneurs were there. 8ust today I got an email *rom somebody saying

2ey, I have got your business card. I had to reach out and connect with you but I

cant remember what I want. So, please get in touch and lets reestablish thatconnection.3 So, I thought that was a good way *or this person to say 2/ou know

4isten here9http9::autopilotyourbusiness.com:podcasts:liveleads*romliveevents:

;et a copy o* our -nline Survival ;uide here9 http9::aybguide.com

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what, I have no idea who you are, I cant remember what we talked about but letsconnect3 because obviously we connected at the event about something. "his wasa networking mastermind. So, we were always going to connect with di**erentpeople but sometimes its hard to keep a track o* who you see and who you meet.

So, I dont know i* I told you that, I 0ust thought I would lead in with that a littlebit.

Heather Porter: /ou want to talk about what we learned this week, dont you6

Andrew McCauley: I do, I do, I do but you know what, I want you to start o**this week. So, why dont you get o** and we will go *rom there.

Heather Porter: Its truly a live event sort o* theme because I am actually going

to show you something that I learned or more really was reminded o*. I spoke at alive event over the last weekend in Melbourne to an ama


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Heather Porter: I know, I know you learned because you were talking to meabout it earlier. I am going to help him along, guys, his 0etlag state o* mind rightnow. So, dont work too hard. 'o, you were talking about the di**erent types o*1acebook ads that are getting the best results.

Andrew McCauley: "hank you, thank you. I have gone completely blank. So,we have run a series o* ads. %e have run a series o* ads *or our live event and weused a *ew di**erent ones. "here are sponsored stories or sponsored posts andthere is also your normal ads on 1acebook and we really knuckled down and tried

to ramp up our 1acebook advertising to *ind out what was the best one. %e haveheard that sponsored posts and sponsored stories are the best. So, we wanted to

see how much by and I got to tell you sponsored stories, by *ar by miles apart theywere so much better than the normal ads that we put on 1acebook. It blew meaway actually. "he percentages that we were getting o* clickthrough rates o*

takeup o* the ads and that sort o* stu** was 0ust phenomenal. So, i* you everthink about doing 1acebook advertising, I strongly suggest that you look atsponsored posts or sponsored stories and look at the results you get *rom thatbecause its 0ust phenomenal. "hat was something that blew me away this week."hat was what I had learned.

Heather Porter: #ndrew, really, those are the ones where i* you post somethingon your wall, there is a little button underneath it that says 2romote this post3."hats the one6

Andrew McCauley: 'ow, be care*ul about this because you can go and promotethat post. %e were running ads *or speci*ically people in the cities that we wererunning the event in. So, what I didnt want to do was promote the post to all o*

our *ans across the world because it wasnt relevant to those people and i* you goand click on that button *rom within your wall, *rom your news*eed wall, it wont letyou segregate who sees that ad. So, what you need to do is you create the post*irst and then go into >#ds Manager and once you are inside your >#ds Manager,

you can say 2Select ?R43. It will say 2ick the page that you want to pick3 andthen it will say 27o you want to run an ad *or sponsored story63, you click on 2/es3

and then you can start *iltering all the bits and pieces that you want. So, you cantarget market, who you want to see the ad @ i* they like *ootball or i* they dontlike *ootball and so on. /ou can go and target people that live within a certainradius or a certain country or a certain city which is what we did. So, we werevery targeted with what we did and got some great results. So, dont 0ust click on

2Show this ad to everybody3 because it wasnt necessarily valuable *or everybody

to see that ad.Heather Porter: /eah, waste o* money. #nd one more thing 0ust *or those o* youthat are new to this, what happens when you do that is the post sticks up at thetop o* the news*eed and not down the right hand side where so many o* the otherads have been appearing. $orrect, #ndrew6

Andrew McCauley: "hats right, yeah.

Heather Porter: -kay, good. Important tip *or you guys because 1acebookadvertising is very valuable and you can *ast results and its not too e+pensive to

get those results, like #ndrew was saying, when you are segmenting and goinga*ter the right market. So, good one.

Andrew McCauley: I dont know how this is going to be e**ective *or, I 0ust wantto add this, because I am seeing now in my posts all the time sponsored ads *rom



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di**erent peoples sponsored stories *rom di**erent companies and I am like2%hatever3 and personally I am getting over it and I know a lot o* other people areand I had seen a number o* remarksA eople will go out o* their way to go andwrite on these companies walls pretty nasty stu** because their post had appeared

in their news*eed. So, 0ust be aware that I would like to know how long its goingto last. eople are starting to get used to it and they are saying that and they are

0ust becoming blind to it. So, I am not saying it will go away but I am 0ust sayingthe e**ectiveness may go away because people will start thinking 2%ell, i* its thetop B or ( storiesA3 Its like ;oogle #ds. %hen you look *or ;oogle search resultsand to top bo+ in yellow, the *irst three are all paid and you sort o* turn a blind eyeto it and you start scrolling down. I 0ust wonder how e**ective its going to be. So,i* you are going to do it, do it soon but keep measuring and tracking.

Heather Porter: &+actly right. %ell said. #lright. So, lets get stuck into our

>ow "o 1ollow ?p %ith # otential 4ead #t # 4ive &vent podcast show. Shall we6

Andrew McCauley: 4ets do that. 4ets kick it o**.

Heather Porter: -kay, good. So, here is the thing. 4ets paint a picture, right6

"his has happened to so many o* us and I have a huge bo+ o* business cardssitting in *ront o* me right now with probably some incredible contacts I have never

done anything about. 'ow, say you have an e+po stand or you have a live eventor a networking event and you meet somebody in *ront o* you, they are right there

and they are standing there as a potential lead. 4es walk through a process thatyou can do with that person, multiple processes I suppose where you can get theminto a database and *ollow them up with really valuable in*ormation. %e havetalked be*ore about a lead generation *unnel which is a series o* autoresponder

emails and lead pages and things like that. So, these are all ama


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there is people walking by. %hat would you instruct me to do6 %hat are myoptions6

Andrew McCauley: Run, run, run *or the hill.

Heather Porter: -kay, I am out o* here.

Andrew McCauley: See you later. $lose it down. 'o, no, no. So, an e+po is anawesome place *or targeted market, right6 ick an industry, it doesnt matterC

there are e+pos *or everything. %hen I was in the 5egas, in one building I was at"he #merican %oodworkers and 1urniture Show &+hibition. 'ow, who would have

thought there is that sort o* thing but there were thousands o* people thee. 'e+tdoor there was the Small $ra*t #nd obbyist #ssociation where there were

thousands o* people at that one. "hen in another hall in the same building, it wasa *ruit and veggie e+po. I mean, I would call that a supermarket but these guys

had these special *ruit and vegetable e+po. "here is an e+po *or everything. Itdoesnt matter what you do in the world, there is an e+po *or it. "he great thing isthat people who like that sort o* stu** go to e+pos to see these stu**. 'ow, i* youhave got a store or a booth and people are walking past, dont let them walk past

and not do anything. /ou want to attract their attention by doing something.'ow, i* we talk about that in website terms, people visit your page and then leave,

you want to make sure that you are grabbing their in*ormation. %hy did they goto your page in the *irst place6 "hey were there, they were so close. 7ont let

them go. So, what do we do6 %e talk about having a lead page or an optin pageor a landing page *or them to come and get an ethical bribe. Same principle at aboothC you can give them an ethical bribe, something to get their name andaddress because you only have one shot at the *irst impression you only have that

one shot to collect their name and address. I* they walk past your booth, they willvery unlikely walk back past it again later. So, how can you go and attract theirinterest. /ou can give away some sort o* *reebie. /ou can give a competition./ou might want to give them something o* value that they are going to say 2/ou

know what, I really like that. I want to be in that. I want to know more. ere ismy email address.3 So, the *irst step is come up with something that you can

give them as a value add to get their email address because once you have gottheir email address, then they can walk on by and i* you never see them again atthe e+po, you know that you can still reach out to them again later.

Heather Porter: #nd really quickly on that point because I am also thinking *rom

the live event perspective big picture too, another thing you can do i* you are at anetworking event is you can say 2ey, I have a series o* *ree videos3 or 2I have a

*ree e$ourse. %ould you like it6 %ould you like a copy o* that because I can 0usttake your business card and I can send that o** to you #S#.3 So, it can be likethe giveaway like you are suggesting but this applies anywhere you go.

Andrew McCauley: /eah. So, what do you do with this in*ormation6 %ell, there

is a couple o* ways to do it. 1irstly, the old *ashioned way @ give them a pen andan entry *orm to *ill in. %hether its an entry *orm *or giveaway or a *orm to put intheir details in. #t least, give them something to write with. 'ow, i* they are alittle bit more tech savvy, then they may want to SMS a particular name, lets say,the e+po is called >air D =eauty &+po, they might SMS the word >=eauty to aspeci*ic number thats yours and what that does is it will send their phone number

to your database and there is a lot o* smart systems out there that will send a

message back saying 2i, this is 8ohn. %hat is your name63 Its almost like aninteractive SMS conversation going on. So, they write back 2May name is eather3





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and then the message is 2"hanks, eather. %hat is your email address63 So,eather puts in her email address and all o* a sudden you have collected not onlytheir mobile phone number but their name and their email address and how theyare in your system. So, there are some SMS ways to do that. I* they have a

smart phone that has a QR code reader @ these QR codes are becomingeverywhere now, nearly every smart phone has a QR reader or they can download

one *or *ree @ but you may put a QR code on your booth or on your signagesomewhere, even on the cards you hand out that people walk past and collect, youcan put a QR code there saying 2Scan this *or a chance to win or learn more3 andas soon as they scan it, it takes them to your Mail$himp optin page. So, peoplecan put their name and address directly *rom their phone in that way.

Heather Porter: #nd a couple o* things on that *or those o* you that dont knowwhat a QR code is. Its that little square black and white, almost looks like a

barcode with a whole bunch o* dots in it. So, its something that you set upyoursel* as a business and you can have it redirect anywhere, to any webpage o*your choice online and you can do a lot o* things but basically what #ndrew issaying is you scan it and that that person would automatically be taken to youroptin page to get your *ree thing or be entered in a competition and you would set

that up *rom your end. %hats that *ree site, #ndrew, that you can get QR codes*rom6 =eQurious, right6

Andrew McCauley: =eQrious.

Heather Porter: 8ust ;oogle >=eQrious.

Andrew McCauley: "here is a whole bunch o* QR codes there.

Heather Porter: #nother point on that, #ndrew, too because I was thinking whileyou were talking that as a speaker you can use that SMS thing when you weretalking, as a speaker you could use that SMS thing you were talking, correct6 So,

i* you had an audience you could say 2ey, everybody in the audience, SMS to thisnumberA3

Andrew McCauley: I would say that would work awesomely sort o* i* a guy gotup on stage and he was at a multispeaker event and he said 2%ho wants to the

slide show *rom today63 and all these people would say 2/eah, we would want theslide show.3 I mean, really how many people look at the slide show a*ter its gone6

'ot a lot. e said 2I* you want the slide show, 0ust te+t >slide to this number3 andbasically all the audience te+ted the number. e actually made a big point, pulled

his phone out then did this and te+ted the number. So, what he did was hecollected all the audiences database, all their email addresses and phone numbersdirectly by 0ust saying 2ere are my slides *or the day.3 e had only done thepresentation. e didnt have to go and do any other e+tra work. It was 0usthaving the slides available *or download that people could use and access on thatday. So, its a really good method o* doing that. -n that note, I also see people

who would have name badges and their name badge is >=ill Smith and underneathit will say 2"e+t3 some letters 2to this number *or *ree video.3

Heather Porter: -h my gosh! "hats ding, ding, ding like a huge gold nugget o*a tip.

Andrew McCauley: /eah and it works really wellC they have it there. So, littlethings like that on your name badge is an awesome way to do it. So, the *inal wayi* you are at an event or *inal way to collect names and addresses is also 0ust





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youre your website, give them yourwebsite.com and make it a *orward slash E:F i*you want to give away your promo or e+po or event and that way people go to thewebsite and all that is is 0ust an email capture *orm on a landing page. So, let me

0ust recap. 1our ways to collect names and addresses at an event or at an e+po or

at a networking *unction is SMSing the details, QR codes, websites or good old*ashioned pen and paper.

Heather Porter: #nd a quick question on that. 7o you have plat*orms in mind i*people want to do this whole SMS thing6 %here could they go to *ind more out6

Andrew McCauley: "here is a number o* di**erent ones. Instant$ustomer is agood one thats actually worldwide. "here is a couple o* others in #ustralia. Ithink &asy"e+t is one in #ustralia, dont quote me on that one. 7o a search *or it./ou will *ind a whole bunch o* companies in your location that will do this sort o*

stu** *or you. #nd the *inal way actually, there was a *i*th way o* collecting namesand email addresses and that is business cards. 'ow, a lot o* people have a

*ishbowl *or business cards whether you go to a restaurant and they say 2ut yourbusiness card in *or a *ree lunch3 or collecting business cards in general. "here are

apps out there that let you scan business cards @ and I spoke about this at thestart, doing manually @ there are apps out there that will actually do the scanning*or you. -ne o* my *avorites is called $ardMunch and basically you take a photo o*the business card, it goes and processes the in*ormation thats on your businesscard and it puts it into the right *ield and then hooks that person up with your4inkedIn account so that you can go and connect with them on 4inkedIn. It grabs

the details. I* it sees details that are common to somebodys account on 4inkedIn,it matches it up and says 2ey, this person is on 4inkedIn. %ould you like to

connect with them there63 So, $ardMunch is a great *ree app that you can use.

Instant$ustomer, as I said, is one o* my *avorite tools that does all that sort o*stu** *or you and puts it into a database. So, there are *ive ways to go and collectnames and addresses *rom an event or an e+po.

Heather Porter: #nd then $ardMunch too, it alerts you when it actually synchedup the card to your 4inkedIn, doesnt it6

Andrew McCauley: It can take a couple o* hours because I think there is somesort o* manual process as well 0ust making sure that all the *ields are correctly

*illed.

Heather Porter: /eah, its an ama


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mail63 and they may say 2-h, yes3 or 2no3 and you can say 2/ou can also 0ust goto this website and you can get it there3 and you can write down that short domainon the business card that you hand over to them as well.

Andrew McCauley: %hat was that subliminal message 2#/=odcast.com36

Heather Porter: 2;o check it out. ;o check it out.3

Andrew McCauley: 2#/=odcast.com3.

Heather Porter: I have to show them a good e+ample, dont it6

Andrew McCauley: I love it @ 2;o there now! $loses in G minutes!3 /eah, thats

a good point, good point.

Heather Porter: So, simpli*y it. "hink in terms o* the person in *ront o* you. /ou

0ust want to make it so easy *or them to engage with you in the way that theywant to and thats why we suggested SMS or you could do scan, you collect their

business cards, have them go to your website or have them SMS something in,pretty much to that point and you have nailed all angles. Manually they can giveyou some details or, like #ndrew said, you can have a *orm where they write theirdetails should they not have a business card. So, manual, SMS or online and QRcode as well. /ou have nailed it. /ou have covered how they want tocommunicate. So, they pretty much cant help but say yes.

Andrew McCauley: $an I give a *inal tip about this6 Its going to depend on yourmarket. 1or instance, at this woodworking one, a lot o* people didnt havebusiness cards, cra


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Heather Porter: #ndrew, you are about ready to pass out. So, we probablyshould slowly close down the show.

Andrew McCauley: %heel o** to the side.

Heather Porter: /es, sounds good.

Andrew McCauley: %ell, eather, I think we are going to do one more podcast."hen we are doing a live one in *ront o* our live studio audience.

Heather Porter: %e are really e+cited. So, thats at our upcoming event. %ecan do a live in *ront o* our audience and all o* you guys will be able to hear that.So, make sure that you tune in a couple o* times *rom now and, as always, thankyou so much *or your support wherever you are listening to us on or *rom at

whatever time o* the day. %e really appreciate you guys. %e love to have you

drop on buy, give us a review and let us know what you think and pop on over towww.#utopilot/our=usiness.com:odcastC we put all the links and e+citingresources on that website to supplement what you are listening to right now.

Andrew McCauley: #lright, great talking to you, great to be in the same part o*the world.

Heather Porter: It is. 5ery cool. #lright. "hanks, #ndrew.

Andrew McCauley: %e will see you ne+t time. -kay, see you. =ye.

Heather Porter: =ye, bye.

Voiceover: "ake sure to grab our free business automation guide now and getaccess to other special bonuses. Head on over to www.AYB#odcast.com.

**End of Audio**



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